How To Sell The Way Your Customer Buys

AWC Business Solutions
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Free sample

In How to Sell the Way Your Customer Buys, Des Hunt, the Australian-based international trainer, speaker and author, shows you how to do just that in clear and simple language and with a touch of Aussie humour.

Des talks about:

* Why people buy the things they buy

* The Hidden Persuaders and how to use them

* Hot to quickly pick the buying style of your customer

* How to assess your own style using a quick questionnaire

* How to see yourself as your customer sees you

* The seven principles and laws of selling

* How to sell like a doctor rather than a salesperson

* The art of using the right questions to sell and close

* How to adapt and sell to each style of customer 

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About the author

Author of the bestseller What Makes People Tick - How to Understand Yourself and Others, Des Hunt has been selling, and teaching others how to sell, for the over twenty-five years. He has held senior sales and marketing management positions as well as running his own business employing over fifty people.

He has studies in Marketing and Psychology, holds a Bachelor of Business Degree and a Diploma in Training and Development.

His clients included Clipsal, Coca Cola, Yellow Pages Australia, Yellow Pages Singapore, Olivetti Malaysia, Singapore Airlines, Shell Oil and Brunei Telecom.

This is a skinny book with heaps of information, which, when put into practice, will lift you sales figures overnight. But remember, good ideas don't work unless you do!

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Additional Information

Publisher
AWC Business Solutions
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Published on
Jan 31, 2014
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Pages
100
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ISBN
9780994208408
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Language
English
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Genres
Business & Economics / Sales & Selling / General
Business & Economics / Sales & Selling / Management
Psychology / Personality
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Content Protection
This content is DRM protected.
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Read Aloud
Available on Android devices
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Eligible for Family Library

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What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

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